Distribution

Getting all the relevant, bookable inventory in front of business travelers is a never-ending challenge. Airlines, hotels and other suppliers constantly tinker with their products and pricing, and usually favor direct distribution over more costly third-party channels. That creates complexity in business travel technology.

Some examples of our coverage
• Commissions and other remuneration
• Industry rules of thumb and trade secrets from the US Airways v. Sabre and U.S. v. Sabre trials
• Such newer concepts as New Distribution Capability and personalization

As CTM Grows Geographically And With Larger Accounts, Qantas Is ‘Sadly’ An Exception To Productive Relations

Spending extra on labor ahead of demand recovery, integrating tech for productivity gains and amassing cash for more acquisitions, Corporate Travel Management is poised to be a post-pandemic winner, according to executives. Speaking last week as the company presented its financial results for the six months ending in December, they also identified a new target…

Coupa Picks Travel Leaders Corporate For New Booking Tool Attached To Expense Tech

Business spend management firm Coupa Software planned Tuesday to unveil a new travel solution, integrated with its existing expense software and backed by Travel Leaders Corporate for fulfillment, support and preferred rates. Coupa is open to partnerships with other travel management companies to meet client needs.  Based largely on technology from recent acquisitions, the new…

Adapting To Digital Disruption: How Incumbents Survive And Thrive

We cannot overstate the internet’s impact on business services like travel management, or can we? According to London Business School research, most industry sectors “have been surprisingly stable” over the past 25 years. Professor Julian Birkinshaw describes how incumbent firms should respond to disruption, and the benefits and risks of different approaches. The prevailing narrative…

Travelport Brings Traveler Self-Service To Unified Platform

Travelport this month announced enhancements including a self-service portal allowing travelers to manage their bookings. The portal was one reason longtime Travelport subscribers Christopherson Business Travel and Fox World Travel upgraded to the new Travelport+ platform. The pair also cited multisource content aggregation, new merchandizing capabilities and more automation for things like ticket exchanges. Travelport…

Big Three U.S. Airlines’ Travel Agency Commissions (Mostly) Continue Slide

After hitting a 14-year high in 2019, passenger commissions paid by U.S. airlines to travel agencies bottomed out in 2020 along with passenger volumes, and stayed low through the first nine months of last year. The pandemic also changed the passenger mix, as mainly domestic leisure passengers made for a lower-value booking environment. Lower-value bookings…

How B2B Businesses Can Get Omnichannel Sales Right

“Buyers want it; sellers need it,” according to Harvard Business School professor Doug Chung, McKinsey & Company partners Isabel Huber and Jean-Charles Devignes, and McKinsey associate partner Tom Clauwaert. “It’s not trivial, but it’s not rocket science either.” During the early stages of the pandemic, many B2B companies considered remote interactions as a temporary patch,…

American Express Global Business Travel’s ‘Peer’ Set Shows Investors Multiple Ways To View TMCs

When American Express Global Business Travel last month announced plans to go public during the first half of this year via a merger with a blank check company, it noted a set of “most relevant” publicly traded peer companies. These included the only public travel agency firm totally focused on business, Australia-based Corporate Travel Management,…

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